Do you just try to 'split the difference' when agreeing a price with someone?

Do you make concessions too quickly and wish you hadn't?

Do you ever feel embarrassed about offering too little, or asking too much?

Do you ever feel 'railroaded' into accepting a proposition that isn't what you really want?

UNDERSTANDING NEGOTIATION

A business skill you shouldn't be without

Full day workshop

Some people are natural negotiators. Most of us aren’t, and tend to fall back into traits learnt as far back as childhood. Whether in the hard-headed business environment of a multi-million pound deal or simply agreeing a fee with the plumber, we tend to be held back by the risk of embarrassment, the need to conform and the fear of failure… and the techniques to deal with these apparently different situations can be much the same!

Through the use of anecdote, example and interaction, the course leaders demonstrate the strategies and tactics that can help you in any negotiating situation. There is ample opportunity for ‘role play’ to try out these techniques and approaches in a safe, supportive environment. We can also discuss and help resolve any issues attendees may have relating to specific negotiation situations, such as a supplier agreement or contract renewal.

Who should attend?

What we cover

The outcome

Anyone who needs to negotiate with:

Customers, suppliers and employers

Staff and colleagues

Licensees and licensors

M&A targets

A typical workshop covers:

Why good negotiation skills are crucial to modern life

Price isn’t the only thing open to discussion

Keeping your friends close and your opponents closer

Strategies for negotiation

Choosing the right tools for the situation

Non-verbal communication in negotiation

You can negotiate any time, any place, anywhere

After the session participants will:

Be better equipped to conduct more successful negotiations

Understand why negotiation is a core business skill

Recognise what can and can’t be negotiated

Appreciate the concept of ‘relative power’

Know how and when to use a variety of negotiating gambits

FOR BUSINESS SCHOOLS & UNIVERSITIES

NICE JOB, SHAME ABOUT THE PACKAGE

Negotiation skills for the job search

Full day workshop

Negotiating a job package is in some ways very different from negotiating any other business deal: the stakes are high, it’s very personal and you’re gambling with your own money. Quite apart from that, you’re often exposed and isolated from those around you who might normally help in the decision making process. Whether you’re applying direct to a company or dealing with a recruiter, accepting the first offer that’s made is rarely the right thing to do… but how do you increase the value of the offer without pricing yourself out of the market or making other candidates look like more attractive, less troublesome propositions?

But the key point is that the tools necessary to get the best from a job package negotiation can only really be acquired through first building the firm foundation of an awareness of the psychology, interpersonal skills, strategies and gambits used in negotiation.

FIND OUT MORE

READ OUR BOOK

A guide to making – and keeping – the connections that make your, our and everyone else’s world go round.

The book walks you through everything you need to know about connecting with other people.

Judith and Tony’s goal in the book is to get away from the manipulative ‘working a room’ concept of networking. Instead, they use the results of research into human interactions coupled with real case studies to justify the hints, tips and suggestions they propose.

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